This is the second in a two-part advanced business English lesson on negotiation strategy. It is part of a longer series of podcasts on the language and skills of negotiating in English.
In the first episode, management consultant Bryan Fields discussed the basics of making a deal. We learned how to avoid some top common mistakes and we reviewed important vocabulary, such as BATNA, bottom line, bargaining chip, win-win, and zone of possible agreement.
Today’s podcast continues the interview with Bryan. In the dialog, we’ll learn five important elements of strategy – parties, interests, value, power and ethics. And along the way we’ll study useful vocabulary and idioms.
Listening Questions
1) What is the interviewer talking about when he refers to a “trap?”
2) How does Bryan say we should think about interests?
3) In the interview, we learn that overcoming blockage – that is, getting past problems – is not just about reaching the agreement but also about maximizing what?
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